Senior Business Development Manager

Heartland; McHenry (IL); On-site; USD 120,000 - 180,000; Full time

Job summary

Heartland is seeking a Senior Business Development Manager to drive new business in our AIDC solutions portfolio, including barcode scanning, RFID, POS, and AI-enabled data capture. You will build your own territory, prospect, qualify opportunities, and guide deals from discovery to close.

You will work with a sales engineering team to design integrated solutions, manage multiple stakeholders, and articulate ROI with customers. The role requires a hunter mentality and travel within the territory.

Qualifications

• 5+ years of business development or new-business sales experience.
• Proven track record of hunting and closing net-new logos.
• Experience selling hardware and value-added services (deployment, managed services).
• Ability to build business cases around ROI, throughput, and labor savings.
• Willingness and ability to travel extensively within an assigned territory.

Responsibilities

• Build and manage a pipeline of new prospective customers across target verticals.
• Run full-cycle new business sales: discovery, proposal, negotiation, and close.
• Position hardware, software, and managed services as an integrated value proposition.
• Navigate multi-stakeholder deals and build compelling business cases.
• Develop relationships with key decision-makers from operational to executive levels.

Skills

New logo hunting

Pipeline management

Stakeholder engagement

Negotiation

Sales strategy

CRM proficiency

Tools

Salesforce

Job description

Heartland is seeking a Senior Business Development Manager to help drive the next phase of growth in our AIDC solutions business. This role is focused on building new customer relationships, creating opportunities, and bringing new business to Heartland across barcode scanning, mobile computing, RFID, POS, AI-enabled data capture, network, and infrastructure solutions.

This is a true new business development role. You will develop your territory, identify prospective customers, build relationships with key decision makers, and manage opportunities from prospecting through close. You will not inherit an established book of business; you will be expected to open doors, build your pipeline, and earn the business.

If you enjoy building new business, winning competitive deals, and connecting technology solutions to real customer challenges, we'd like to hear from you.We're looking for someone who can sell technology by understanding people and their business; not simply someone who knows how to sell hardware.

What You'll Do

New Logo Pipeline Generation

• Build and manage a pipeline of new prospective customers across target verticals (retail, warehouse and distribution, manufacturing, transportation & logistics, and healthcare).
• Develop and execute a disciplined outbound business development strategy through prospecting, networking, LinkedIn/social selling, trade shows, referrals, and relationships with technology and OEM partners.
• Identify and qualify new opportunities that align with Heartland's Ideal Client Profile and solutions.
• Build credibility with prospects by understanding their business, asking thoughtful questions, uncovering challenges, and identifying opportunities where Heartland can create measurable value.

Deal Ownership & Closing

• Run full-cycle new business sales: discovery, solution design (with pre-sales engineering support), proposal, negotiation, and close.
• Position hardware, software, and managed services solutions across scanning, mobile computing, RFID, and POS as an integrated value proposition, not a single-SKU sale.
• Navigate multi-stakeholder deals (IT, operations, finance) and build compelling business cases tied to throughput, accuracy, labor cost, and ROI.
• Build relationships at multiple levels of an organization, from operational leaders and technical teams to executive decision makers, and confidently guide customers through complex buying decisions.
• You don't need to be the most technical person in the room. You need to understand the technology, understand the customer's business, and clearly communicate why the solution matters.

Market & Competitive Command

• Stay fluent in AIDC industry trends: RFID adoption curves, AI-enabled vision/data capture, and shifts in OEM technology roadmaps.
• Understand how Heartland wins: where we out-execute competitors, where our partner ecosystem gives us an edge, and how to position against incumbent providers.
• Bring market intelligence back to sales leadership to sharpen targeting and messaging.
• Stay curious about emerging technologies and be able to translate technical developments into meaningful business opportunities for customers.

Forecasting & Accountability

• Maintain rigorous CRM discipline; accurate stages, next steps, and close dates.
• Forecast new logo bookings with credibility and hit or exceed quarterly and annual new-business
• Take ownership of your pipeline and results while maintaining a high level of accountability and follow-through.

What We're Looking For

• 5+ years of business development or new-business sales experience within the AIDC industry (barcode/scanning, mobile computing, RFID, or POS hardware and solutions).
• A demonstrated track record of hunting and closing net-new logos; not just growing existing accounts.
• Working knowledge of leading AIDC OEMs (e.g., Zebra, Honeywell, Datalogic) and how their ecosystems and partner programs operate.
• Comfort selling both hardware and value-added services (deployment, managed services, software, support) as a bundled solution.
• Strong consultative and financial acumen; able to build a business case around throughput, labor savings, error reduction, and total cost of ownership.
• Willingness and ability to travel extensively within an assigned territory to meet prospects face-to-face.
• A competitive, self-starting mindset; you set your own daily activity standard and don't wait to be told to prospect.
• A confident, self-directed approach to sales. You take initiative, create your own opportunities, and know how to balance persistence with a thoughtful, consultative approach.
• Strong communication and relationship-building skills, with the ability to establish trust quickly and communicate effectively with both technical and business audiences.
• A results-oriented mindset. You are motivated by winning new business, but you also understand that the best sales relationships are built on credibility, trust, and delivering value.

Nice to Have

• Existing rolodex of AIDC end-user or channel contacts in your territory.
• Exposure to AI-enabled data capture, computer vision, or emerging automation technologies.
• Experience selling in a solutions/VAR or systems-integrator environment rather than direct OEM.
• Experience selling complex technology solutions with multiple stakeholders and longer sales cycles.

How We Measure Success

• Number of net-new logos closed per quarter (primary KPI).
• New-business revenue and bookings against quota.
• Pipeline coverage and velocity; volume and quality of qualified net-new opportunities generated.
• Win rate in competitive, multi-vendor evaluations.
• Quality and consistency of territory development and pipeline generation.

Why Heartland

Heartland gives you a strong technology portfolio, established OEM partnerships, and a sales engineering team that supports you on technical deals, so you can focus on what you do best: building relationships and opening new business. Compensation includes a competitive base plus uncapped new-logo commission.

We're looking for great salespeople, not a particular sales stereotype. Success in this role comes from being curious, confident, persistent, consultative, and able to build trust with customers. If you can walk into a room, ask the right questions, uncover a business problem, and connect the customer to the right solution, you can make a significant impact at Heartland.

Our Culture

Heartland's success is built on a foundation of core values: passionate, dedicated, agile, collaborative team players, and strategic creativity. We are also guided by strong values and a commitment to delivering exceptional customer service. Our commitment is strong to our customers and technology partners to earn their trust and be viewed as their best partner.

At Heartland, we invest in our people and our culture. Our partnerships with Second City Works and Chicago Innovation support professional development and fresh thinking, while our recognition as Honeywell's Partner of the Year for two consecutive years reflects our technical expertise and commitment to exceptional service.

We value different perspectives, different approaches, and different paths to success. What matters most is your ability to build relationships, create opportunities, solve customer problems, and deliver results.

To learn more about Heartland, visit us at: https://heartland-usa.com/